A construction foreman in Denver made me drop my sales script

I was pitching our new scheduling software to a crew and the foreman just said, 'we don't need more screens, we need someone who shows up when they say they will.' That hit different because I realized I'd been selling features nobody asked for, not solving their actual trust issue. Has anyone else had a customer basically rewrite your whole approach in one sentence?

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alice24225d agoMost Upvoted

People buy trust, not features. Those are just proof you earned it.